When a company has poor sales force and territory design it experiences one of two outcomes: it goes out of business, or it fails to fulfill its full potential. Believe it or not, the latter can be more frustrating than the first. When a company fails, its principals usually learn from their mistakes and simply start over. But when the company stays in business, despite poor sales force and territory design, it perpetuates mediocrity and usually experiences the following company-destroying morale: high sales rep turnover, sales and marketing teams that operate independently instead of collectively, and high customer turnover.

A Company Needn’t be New to Need Help

Your company doesn’t have to be new to benefit from sales force and territory design evaluation. In fact, Face Forward Media (FFM) finds that established companies often experience greater evaluation needs than the newest companies for several reasons:

• Sales territory expansion (e.g. regional to national)

• Sales team expansion as a result of territory expansion

• Entrance into new sales opportunities

Whether your company is new or well established, regular sales force and territory design evaluations are imperative to ensure your bottom line remains maximized. When you trust us with your sales force and territory design, we help you address the following considerations, among others:

• The best reporting structure for your sales organization

• The most cost effective mix of sales channels for market coverage

• The best procedures for assigning accounts and products to each channel

• How to coordinate adequate support to aid in closing and retaining sales

At FFM, we have experience performing sales force and territory design for companies across the U.S., in each instance providing (a) sales force solutions that increase revenue growth and profitability through effective channel methods and sales resource best practices, and (b) top territory design tools created through our partnership with top mapping firms. Prior to placing our solutions on the table, we test our sales models to ensure that they increase market share, maximizing sales while minimizing customer disruption.

Now is the Time to Address your Sales Force and Territory Needs

Because the sales arena is always competitive, with companies competing for each other’s clients, it is important not to waste time as a result of a poor sales force and territory design. Whether your company is experiencing client drop off, a lack of alignment between sales and marketing, or a revolving door of sales reps, FFM can help you achieve what every company must in order to thrive: increased market share that leads to dynamic sales growth.

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sales and marketing